The Five Stages of Sales, with Stephanie Chung

Episode 114:

Based in Dallas, Stephanie Chung and Associates offer sales training, executive coaching, and small business mentorship services nationwide. Among her products is the High Ticket Selling Made Simple course, designed to help small business owners sell more and make more. As a former sales executive in the aviation and private jet industry, Stephanie has mastered the art of high ticket selling and has mentored, coached, and developed some of the highest paid, most elite, sales professionals in the country.

Serving business leaders, entrepreneurs, and sales professionals, Stephanie Chung uses her proven executive coaching and sales training expertise to drive your top line sales. Chung is an executive coach, trainer and advisor backed by more than 25 years of team management, business development, and sales leadership experience. Chung is also a public speaker, a contributor on ABC, CBS, NBC and author of “Profit Like a Girl: A Woman’s Guide to Kicking Butt in Sales and Leadership” and “Embrace the Suck: How to Grow and Succeed in Business.”

What you’ll learn about in this episode:

Doing sales right by caring about who you’re selling to and solving their problem

How to identify your ideal prospects and actually get in front of them

The importance of adding value beyond what you broadcast on your website

How letting people talk about themselves increases the chance of a sale

Why the agency owner is the best person to make the sale

What to do to get comfortable with sales

The five stages of sales

Making the close extremely easy by setting it up from the beginning

The importance of not being vague about when you’re going to follow up

The preemptive strike: overcoming common objections from buyers by bringing them up yourself first

For almost 30 years, Drew McLellan has been in the advertising industry. He started his career at Y&R, worked in boutique-sized agencies and then started his own (which he still owns and run) agency in 1995. Additionally, Drew owns and leads Agency Management Institute, which advises hundred of small to mid-sized agencies on how to grow their agency and its profitability through agency owner peer groups, consulting, coaching, workshops and more.